You will at some point have to work with disorganized people. Do not choose to work with them if you have a choice. Working with disorganized people will be a challenge. Here’s what you can do to minimize the challenge. Learn to say no to disorganized people. You can say no when disorganized people call. You say no by not picking up the phone when they call. They can … [Read more...]
Problem Customers:
Spot Them and Minimize Their Power In a perfect sales world all your customers are loyal, purchase frequently, are profitable, and refer others to you. There’s no such thing as a perfect sales world. Instead, there are problem customers whose actions cause you stress and lost business. You can spot them and minimize their power over your business. Who are your … [Read more...]
Time For a Reality Check
Have you ever heard people say “Woulda, coulda, shoulda…” as a response to something they wished never happened? You certainly don’t want to be the one saying that in December when you miss your sales goals. Now is time for a reality check before the year moves too far along. Time for a reality check of people you work with. Sales is a job that requires the inputs of … [Read more...]
Pick the Right People to Sell More
You may already be a sales success. Did you do it alone? It’s far easier when other people help you succeed than if you do all the work yourself. Here are some people who you should select or avoid to ensure your sales success. You can pick the right people to sell more. Pick the right people to learn from. Great salespeople are always learning. They are learning … [Read more...]
Get Ready, Get Set, GO for a Great 2025 in Sales!
You’re probably still thinking about having a stellar selling year. And why not? Most new year resolutions haven’t gone by the wayside just yet. One way to be sure you are on track to have a great year is to have a plan. That plan will guide you to success. Here’s how you can have a great 2025 in sales. Do you have a plan for a great 2025 in sales? What’s your plan … [Read more...]
What Successful Salespeople Do Not Do
Goodbye 2024! Hello 2025. You may still be thinking about last year and the accounts you missed and the ones you gained. Last year is over. Now it’s time to think about 2025 and your sales for the new year. Why not start focusing this year on what successful people do not do? What successful salespeople do not do: Ruminate on their past. I’ve seen too many unsuccessful … [Read more...]
Do better next year. (Next year will change.)
You may be celebrating a great year or mourning a poor one. Now is the time with the year winding down to think about and prepare for next year. You want to do better next year and trust me. Next year, it will be different. Next year will change. Why will next year be different? You have probably noticed that nothing stays the same. Companies get bought and sold. … [Read more...]
Holiday Parties Are Different for Sales Professionals
What are you doing this Friday or Saturday night? Like many sales and business professionals you are heading to a holiday party. Are you looking forward to the free food and booze? Are you even thinking this is a party? Holiday parties are different for sales professionals. Think of the event as another sales call and this time, you are the product. Whether you realize it … [Read more...]
Sales Prevention Department
You have more competition to make a sale than you think. You probably know your competitors can take business from you. There are others in business who can prevent you from making the sale. I call these people members of the Sales Prevention Department. They are different people depending on your particular selling situation. Do you know who are in your Sales Prevention … [Read more...]
No risk. No reward in Sales
You’ve probably heard the saying “No risk. No reward.” It applies to selling. What happens if you are uncomfortable with risk? It’s time to address your discomfort because in sales, no risk means there is no reward or at least it is far less likely. What is risk? Risk refers to the degree of uncertainty and/or potential financial loss inherent in business. Another … [Read more...]